Concurrent Education Sessions

 

FRIDAY, APRIL 6
GROUP A - 9:00 AM - 10:15 AM

75 IDEAS IN 75 MINUTES: HOW PASSIONATE PROPANE TEAMS CAN ATTRACT & KEEP QUALITY PROPANE CUSTOMERS 
Andrea Young, Marketing Director & Pat Thornton, Writer & Editor, Butane Propane News

ROOM A313

Get 75 great marketing, advertising, image, and public relations techniques to help retail propane marketers grow and keep their customer base. Passionate, knowledgeable employees engaging with customers and prospective customers can grow your business cost-effectively. In the eyes of the consumer, your people and the message they deliver are what differentiates your business from the competition. The right employees and message will bring the right customers.

CLAIM MANAGEMENT PROCESS 
Ken Nietzer, Assistant Vice President, Cregg Green, Account Executive, & Ron Crist, Risk Engineer, Crum & Forester

ROOM A311

Employee injuries affect every company's morale, production, and expenses. In this session learn from claim professionals how companies can help in the claims management process to reduce costs, reduce employee's time away from work, and maintain the relationship between the employee and company. Also learn from a risk- prevention specialist perspective, how to incorporate measures to reduce worker's injuries.

MANAGING PROPANE PRICE & SUPPLY RISK
Angela John, Director of Structured Products, Natural Gas Liquids, BP Marketing & Trading, BP

ROOM A316

Are you concerned about propane supply risk? Do you worry about the price you'll pay for propane in the future? Would you like to increase the certainty that your supply cost assumptions are correct? Join this session to learn more about supply risk and opportunities to manage that risk. You might even leave with ideas for new offers to your unique customer base.

PERC SAFETY & TRAINING
Stuart Flatow, Vice President Safety & Training & Courtney Gendron, Senior Programs Manager, CETP, Propane Education & Research Council

ROOM A315

Join the Propane Education & Research Council's (PERC) safety and training team to discuss training materials and programs that the industry uses to train employees and support business growth. We'll cover new resources available and share best practices from propane professionals.

PROPANE AUTOGAS: MAKING & CLOSING THE SALE WITH FLEETS
Albert Venezio, Co-Founder & Chairman, ICOM North America

ROOM A314

This session will help to sell Propane Autogas gallons by giving propane companies the knowledge and tools they need to find and make the sale.

INFORMED DECISIONS: LEVERAGING CUSTOMER DATA TO GROW SALES
Gary Sippin, Director of Sales & Marketing, Destwin Energy Systems, LLC

ROOM A302

This interactive presentation teaches you to think critically about the value of customer data and leveraging that data to grow sales and revenue.

EASIER THAN YOU THINK: SELLING GAS HEARTH PRODUCTS 
Joe Brueggemann, Vice President Sales, Empire Comfort Systems, Mark Jaynes, Blossman Gas, & Mark Holloway, Modern Gas

ROOM A312

Learn how to increase profits and your residential gas load through the sale of gas hearth products. Whether you sell, install , and service, or partner with someone who does, gas hearth product sales are a path to success in the propane business. Hear success stories from propane retailers who are making hearth product inroads with their residential customer base — and finding new propane users as well. Find out how manufacturERS, distributors, State Associations, and propane retailers can team together to increase residential propane load.

GROUP B - 10:30 AM - 11:45 AM

2018 PROPANE MARKET OUTLOOK...COPING WITH CHANGING MARKETS
Michael Sloan, Managing Director, Natural Gas & Liquids Advisory Services, ICF

ROOM A314

This review of major industry trends affecting propane markets includes growth in propane supply and exports, the status of propane inventories, and expected changes in  propane supply over the next five years. This session examines the impact of broader energy market and economic trends on propane marketers — including the impact of oil and natural gas prices, housing trends, and home energy efficiency meausures — as well as a review of threats and opportunities. 

Co-Sponsored by: 

EASIER THAN YOU THINK: ADDING WATER HEATING GAS LOAD 
Moderator: Mike Peacock, Energy Sales Director, Rinnai North America

Panelists: Mark Jaynes, Central Procurement Director, Blossman Gas; John Jessup, President/CEO, North Carolina Propane Gas Association; Jeff Roth, Director of Sales, Dead River Company; & Jeff Stewart, President, Blue Star Gas

ROOM A311

Learn how to increase your residential gas load by increasing the percentage of customers who are heating their water with propane. Hear success stories from propane retailers making propane water heating inroads with their residential customer base and finding new propane users as well. Find out how manufacturers, distributors, State Associations, and propane retailers can team together to unplug electricity. If your priority is increasing your residential propane load you won't want to miss this session.

Sponsored by: 

 B2B PARTNERSHIPS: TIPS FOR GROWING YOUR BUSINESS 
Jesse Marcus, Director of Residential & Commercial Business Development, Cinch Munson, Senior Vice President, Business Development, Michael Taylor, Director of Autogas Business Development, & Jeremy Wishart, Deputy Director of Business Development, Propane Education & Research Council

ROOM A312

What's a B2B Partnership and how will this help your business? Join the Propane Education & Research Council (PERC) to learn how partnerships with other businesses can help you grow your own. We'll help you gain agreement with plumbers, builders, equipment dealers, school superintendents, or fleet managers. B2B partnerships offer great opportunity for new customers and new growth — espeically if you have the right tools to help.

EVERYTHING YOU EVER WANTED TO KNOW ABOUT TANK MONITORS BUT WERE AFRAID TO ASK
Dave Montgomery, TMS Customer Relationship Manager, Angus Energy, Boyd McGathey, COO, Wesroc, Amos Epstein, CEO, Tank Utility, & Arnold Stillman, CEO, Poem Technology

ROOM A315

Propane marketers who are thinking about using tank monitors face a confusing array of options. This session brings together representatives of multiple monitor companies, giving you a chance to tap into the experience of these suppliers and ask tough questions to make smart choices in this arena.

RECRUITMENT, TRAINING, AND RETENTION: PLANNING AND PREPARING YOUR FUTURE WORKFORCE
Janet Bray, CAE, Founder, Bray Strategies

ROOM A316

Looking out over 5-10 years, the propane industry will need a significant number of new workers due to retirements and industry growth. This session identifies issues and opportunities impacting recruitment, training, and retention of employees. Gain greater insight into partnerships that build awareness and open new avenues for propane companies, as well as, explore effective training strategies that align with the prospective employees. 

SETTING STRATEGY & GETTING RESULTS: A SYSTEMATIC PROCESS FOR INCREASING FIRM VALUE
Neil Houghton, Managing Director, Greywing Capital

ROOM A302

Substantially growing the value of a company is not easy.  Learn the process many Fortune 100 companies and top private equity firms use to set strategies and deliver results. The session introduces the process steps used to create and refine ideas, prioritize, set strategy, execute, and adapt.  The discussion will include potential opportunities specific to the propane industry in areas such as offering innovation, pricing and churn management, geographic expansion, operating efficiencies, and acquisitions. 

THE ABCs OF EFFECTIVE LOBBYING: ADVOCACY BOOTCAMP FOR THE PROPANE INDUSTRY
NPGA Advocacy Team

ROOM A313

For many years, NPGA's team of legislative and regulatory lobbyists has achieved policy goals that save you money, increase your efficiency, and reduce the role of government in your business. In today's political climate, it is even more important to remain engaged with policymakers — so that their decisions reflect our input and advice. Our strength is in our grassroots network all over this country, and making your views known is exceedingly simple. Join this important session to find out what you can do to get involved in NPGA's programs.

GROUP C - 12:45 PM - 2:00 PM

NPGA BENCHMARKING COUNCIL: VALUABLE LESSIONS FROM BEST PRACTICES 
Todd Holtzman, Owner & Operator, Holtzman Propane; Chad Kroening, Boehlke Bottled Gas; & Ann Rowan, Office Manager, Rural Fuels

ROOM A313

Propane marketers participating in NPGA's Benchmarking Council share the most valuable lessons learned to help improve business.

Sponsored by: 

PERC RESOURCES: WHAT, WHERE, AND HOW
Courtney, Gendron, Senior Programs Manager, CETP; Clifton Ignacio, Marketing Communications Coordinator; & Ginna Moseley, Project Coordinator, Demonstrations & Tradeshows, Propane Education & Research Council

ROOM A315

Have you ever wondered what materials are available from PERC to benefit your business? Other than a CETP book or consumer safety flyer, are there other items you can use? Where are they located? Join the Propane Education & Research Council (PERC) team as we share some of our most popular resources that marketers are using right now to train employees, communicate with consumers, and develop new opportunities for their business. We'll take an interactive walk through our online resources so you know where to go for the tools you need when talking with new or existing customers.

MARKETING YOUR COMPANY TO GROW: CREATING A SMART PLAN TO INCREASE SALES AND GALLONS
Richard Goldberg, President, Warm Thoughts Communications

ROOM A316

There is no cookie-cutter solution to grow your business. Companies operate in different markets, with different customers and competitors, and they bring different goals and resources to the table. But each company deserves to  have a plan that increases its chance of succeeding. In this session, you'll learn to put together a sales and marketing plan — digital and traditional — that will work for your particular business.

PRACTICE WHAT WE PREACH: PROPANE MARKETERS UTILIZING AUTOGAS
Josh Budworth, Autogas Industry Specialist, Alliance AutoGas; Darren Engle, Director of Government Relations, Blue Star Gas; David Kennedy, Director of Autogas Design, Alliance AutoGas; & Eddie Waldrop, Director of Company Assets, Blossman Gas

ROOM A311

With increased interest from propane marketers in the potential for autogas gallons, the first question we should be asking is why aren't more propane marketers utilizing propane fuel in their own fleets? Cost savings, less maintenance, fuel quality, and currently available vehicle technology are the topics of discussion in this session. Come hear from real propane marketers having success with autogas in their own fleets.

PRACTICAL PLANS: PREPARING YOUR BUSINESS, EMPLOYEES, AND CUSTOMERS FOR NATURAL DISASTERS
Moderator: Stuart Weidie, President & CEO, Blossman Gas
Panelists: Stuart Flatow, Vice President Safety & Training, PERC; Eric Kuster, Director Safety & Certification, NPGA; Jeff Stewart, President, Blue Star Gas; Bill Van Hoy, Executive Director, Texas Propane Gas Association; & Scott Weatherford, Director of Safety & Compliance, Blossman Gas

ROOM A312

Preparations before, during, and after a natural disaster are critical for propane industry marketers. The safety of our employees and customers is dependent on the implementation of practical plans. In the aftermath, there are also opportunities to support recovery efforts with the use of propane.

 NOT YOUR FATHER'S PROPANE WORLD: CHANGES TO SUPPLY AND DEMAND
Charles Robertson, President & JD Buss, Trading Manager, Twin Feathers Consulting, Inc.

ROOM A302

Increased production, exports, and pipelines are completely transforming the supply landscape for propane. When looking at the overall demand side of the market, retailers are now shifted into a minority status, needing more knowledge and tools than ever to effectively procure and manage their supply. Learn from the presenters' 20 years of expertise in helping retailers address this issue.

 SELLING YOUR PROPANE BUSINESSES TO FAMILY, MANAGERS, OR EMPLOYEES: DIFFERENT PATHS, VALUES, & TAXES
Kevin Kennedy, Founder & Joseph Bazzano, COO, Beacon Exit Planning

ROOM A314

Exit goals for many family-owned propane businesses are not to sell to an outside party, but rather to family members, managers, and/or employees. The good news is these exit options can be the most tax efficient. The bad news is that many advisers use cookie-cutter methods that clobber buyers and sellers with taxes that can exceed 55 percent. This presentation explores the complex process and demonstrates the different paths, values, and tax saving strategies. 

Sponsored by 

SATURDAY, APRIL 7
GROUP D - 9:00 AM - 10:00 AM

AMMONIA CONTAMINATION: HOW TO PREPARE & RESPOND
Jim Olson, Territory Manager, Westmor Industries

ROOM A315

Ammonia contamination can happen in a matter of seconds and have dangerous impacts on employees, the general public, equipment integrity, and continuation of business. Designed for all industry members, this session offers  talking points on preparing and responding to an ammonia contamination.

STRATEGIES AND IMPACT: DRIVER RECRUITING, TRAINING, AND RETENTION
Daivd Lowe, Vice President of Sales, Pro Image Communications

ROOM A316

This session examines the results of driver recruiting, training, and retention efforts at multiple family-owned distribution companies — where the most significant components were culture and adjustment to social conditions. These documented strategies resulted in long-term stability, along with value for both customers and employers. Learn about methods and applications used to successfully retain and recruit quality employees. Plus, get suggestions for improving your driver roster and return on driver investment. 

THRIVING: AUTOGAS EXAMPLES FROM SOUTHEASTERN STATES
David Griffin, ICOM; Jonathan Overly, Executive Director, East Tennessee Clean Fuels, & Austin marie Sipiora, Co-Coordinator, Tampa Bay Clean Cities Coalition 

ROOM A312

Autogas continues a significant upward trajectory as an alternative fuel used by fleets in the southeastern U.S. Hear from coordinators and partners of the U.S. DOE Clean Cities program about fleets spanning a wide range of vehicle types, sizes, and georgraphic footprints. Learn about each fleet's basic story, if incentives were part of thier moves, and where each is today with autogas. Knowing about them could help you put propane to use in more-diverse fleets in your own state.

GROWING GALLONS GLOBALLY
Moderator: Michael Kelly, Deputy Managing Director, WLPGA
Panelists: Esther Assous, Communications Director, WLPGA; Henry Cubbon, Managing Director LPG, DCC International; Rob Donaldson, Targa; & Captain Bernard Herzer, CEO, LEHR

ROOM A311

Learning from beyond the domestic industry can help you grow gallons, both at home and away. Learn how international companies have developed initiatives that can impact and boost your business today. Join WLPGA, the global voice of the propane industry, to hear from a stimulating global panel. BONUS! Participate in this session enter to win a Free Full Delegate Pass to the 31st World LPG Forum in Houston, TX October 2-4, 2018. The drawing for the pass will be available to all participants and will take place at the end of the session.

GROWING RESIDENTIAL GALLONS WITH HYDRONIC HEATING
Randy Doyle, CFO, Blossman Gas; Armistead Mauck, Vice President/Co-Owner, Cherry Propane; & Mike Peacock, Energy Sales Direcotr, Rinnai North America

ROOM A314

Are you tired of loosing gallons to the electric heat pump? Learn how a team of North Carolina propane marketers, the North Carolina PERF, Rinnai, and PERC developed a hydronic solution that makes propane competitive in these applications.

PERC INTEGRATED MARKETING COMMUNICATION
Gregg Walker, Director of Communications, Propane Education & Research Council

ROOM A302

Join the Propane Education & Research Council (PERC) communication team to learn about the vision and direction for PERC's nationla marketing communication campaign. Learn what resources are avialable for your business and how you can amplify the message locally. 

THE ABCs OF EFFECTIVE LOBBYING: ADVOCACY BOOT CAMP FOR THE PROPANE INDUSTRY
NPGA Advocacy Team

ROOM A313

For many years, NPGA's team of legislative and regulatory lobbyists has achieved policy goals that save you money, increase your efficiency, and reduce the role of government in your business. In today's political climate, it is even more important to remain engaged with policymakers — so that their decisions reflect our input and advice. Our strength is in our grassroots network all over this country, and making your views known is exceedingly simple. Join this important session to find out what you can do to get involved in NPGA's programs.

Follow Us